Jay Sachetti joined Jeff O’Brien, partner at Husch Blackwell and Dyanne Ross-Hanson, president of Exit Planning Strategies talked about the market for mergers and acquisitions, exit planning opportunities for companies that don’t end up for sale and how companies can maximize their eventual sale price during an early October panel at the first Upsize on Tap event at Summit Brewing Co. in St. Paul.
When the state Legislature passed a law requiring employers to provide paid leave and safe time for employees, Justin Bieganek started hearing differing details from friends, colleagues and peers.
1, Say yes whenever you can. Accept invitations that come your way. They may lead to big projects.
2, Be authentic. The most meaningful connections are those that are genuine and connect on a deeper level. Stay present in the moment. Ask questions. Stay engaged with the person with whom you’re chatting.
3, Networking doesn’t have to be transactional. Offer your time, knowledge, advice, skills or expertise to others generously and without an expectation of anything in return.
4, From Capital Club to rotary clubs and chambers of commerce, find groups where like-minded people meet and make connections.
“You know everybody!”
It’s a refrain I often hear from friends and business associates because of the expansive network I’ve established. With nearly 8 billion people on the planet, I still have plenty of good souls to meet — a process delayed by a worldwide pandemic that canceled events and sent us all home to work. But now the world has mostly returned to normal and even for seasoned networkers it’s time to start rebuilding our networking muscles.
When I was a young man attending college at Winona State University, I arrived in the Twin Cities for a summer internship knowing exactly no one. Raised in a working-class family in rural Winona, I had visited Minneapolis-St. Paul only once on a sixth-grade field trip. Navigating the one-way streets of downtown Minneapolis for a kid who grew up on gravel roads was hard enough. Establishing relationships with people who all seemed smarter and connected was downright terrifying. I was completely out of my element, ready to head back to a smaller community where the people and surroundings were familiar.
Stepping out of my comfort zone felt daunting and overwhelming but I decided to tag along with my boss whenever presented with an opportunity to meet new people. I was clumsy in conversation, intimidated by the older and successful professionals I met. Whether out of pity or because they, too, had once been awkward young people trying to find their place, many showed unexpected kindness. Some were even willing to share their wisdom and experiences over lunch or a beer. Those early meetings were the start of a network that has been tremendously important to both my life and career.
We all know those who walk into a room with the grace of a ballet dancer. They seem to always have the right look and words for every occasion. Unfortunately, most of us aren’t quite so polished. Business is hard enough without adding small talk with a room full of strangers. While it’s easier to stay with the familiar, creating a network doesn’t have to be challenging if we remember that each of us has value and is worth getting to know.
If you’re looking to expand your network, here are a few tips that will help you connect with anybody:
Be willing to invest your time. Time is a precious commodity to a small business owner who is CEO, COO and CCBW (chief cook and bottle washer). Remember that individual connections can be more valuable than any marketing campaign. Every client I’ve had since establishing my company in 2013 has been a result of my network.
My relationships have also allowed me to receive benefits, media coverage, access to premium events and unique experiences for clients that likely wouldn’t have been otherwise possible.
But connections don’t happen in a bubble. Start by inviting someone to coffee or lunch. Accept an invitation when it comes your way. One of the biggest projects in my career arrived after a coffee meeting with a former colleague that held no expectation of any business. Many business experts encourage us to say “no” more often. I encourage us to say “yes” whenever possible because it may open a door for something new, exciting and beneficial to happen.
Be authentic. Have you ever conversed with someone at an event and they’re looking over your shoulder the entire time in search of a more “important” person to speak with? Yep, happens to me, too. Dale Carnegie, the author of the renowned book “How to Win Friends and Influence People” once famously said, “You can do more business in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” The most meaningful connections are those that are genuine and connect on a deeper level. Stay present in the moment, listen intently, ask questions and stay engaged with the person with whom you’re chatting. You’ll be remembered for it.
Be willing to help others. Networking doesn’t have to be transactional. Offer your time, knowledge, advice, skills or expertise to others generously. Do it without an expectation of anything in return. Chances are good things will come back your way. “The true measure of a man is how he treats someone who can do him absolutely no good” is the quote that has accompanied my email signature for a decade. Though I often fail to live up to it, the quote is a daily reminder that I have the power to make a positive difference.
Be willing to participate in groups designed to foster connections. I created the Capital Club in 2014 to bring together people who share a common interest in sports. The group meets monthly over breakfast to hear from notable sports and community leaders about topics that include how to build successful teams, inspire and motivate employees, persevere in difficult times and create a winning environment. While fraternal organizations may not be as ubiquitous as they once were, there are still ample opportunities with a local chamber of commerce, Rotary Club or a similar group where valuable connections with like-minded people can be made.
Be responsive and grateful. Once you’ve made a connection, follow up with a personal email, text or even a handwritten note. Express your appreciation for time you spent together. Send a LinkedIn request that will allow you to share updates about your business and learn about theirs. My personal preference is to send a LinkedIn request only after feeling like I’ve established some sort of personal connection or have mutual connections that can be referenced.
Be prepared. Before meeting someone new, research their business, career and other information online. It shows that you care enough about the meeting to do some homework. It also helps you ask meaningful questions and have a plan for how you might help each other.
Be kind. Kindness may be the most underrated skill in business. I was that kid in elementary school looking for a place to sit at lunch. Many decades later, I still haven’t forgotten the simple act of another student I barely knew inviting me to join him. When you see someone who looks alone or a little uncomfortable at an event, take a chance and engage them in a conversation. Even if it leads nowhere, chances are you made someone feel good. And that feels good.
As a small business owner, your network can be incredibly important to growing your company and influence. A solid network allows you to learn about new opportunities, gain feedback, find suppliers, develop collaborations and establish credibility. These interactions can result in you learning, growing and performing at a higher level. You’ll also likely make valued friends. Now go meet someone new!
